Embed Size (px)
Citation preview
1
Double Your Leads with Marketing Automation
WEBINAR LIFTS OFF AT 11AM PDT
2
ASK US ANYTHING
#DoubleYourLeads @AutopilotUS
#DoubleYourLeads
3
Mike Sharkey
CEO and Co-founder, Autopilot
@michaelsharkey
Guy Marion
CMO, Autopilot
@guy_marion
INTRODUCTIONS
#DoubleYourLeads
ABOUT AUTOPILOT
Easy and visual marketing automation that helps you create customer journeys with email, sms and direct mail
5
1. Background
2. Getting started
3. Growing with lead nurturing
4. Takeaways
AGENDA
#DoubleYourLeads
6
Background
7#DoubleYourLeads
MOST BUSINESSES ARE 1ST TIME BUYERS OF MARKETING AUTOMATION
8
65% feel marketing can do a better job staying in touch
LEAD MANAGEMENT IS A TOP PRIORITY
#DoubleYourLeads
ACCELERATING GROWTH WITH NURTURING
30% - 50% of sales leads are not
ready to buy
#DoubleYourLeads
10
Getting Started with Marketing Automation
11
1. Organize your contacts
2. Get to know your visitors
3. Capture and grow leads
4. Get a quick win
5. Track and improve results
GETTING STARTED WITH MARKETING AUTOMATION
#DoubleYourLeads
12
Visits a website Browses pricing Reads a blog postFills out form and becomes “known”
Tries the product
User clicks an ad1
2 3 4 5
7
8 Chooses not to buy, goes to Nurture
Clicks an email6
#DoubleYourLeads
CONNECTING THE CUSTOMER JOURNEY
13
Grow Your Business with Lead Nurturing
ATTRACT Turn strangers and contacts into leads
ACQUIRE Convert leads
into sales
GROW
Grow revenue and customer loyalty
1 2 3
Nurture
#DoubleYourLeads
NURTURING FRAMEWORK
15
DIFFERENT USERS, DIFFERENT NEEDS
Build rich customer profiles and attain performance goals across all stages of the journey for your business
Inside Sales Freemium E-Commerce Consulting
NLs
MQLs
SQLs
Opps
Trial Sign Ups
Paid Accounts
Visitors
Shopping Cart
Abandoned
Purchase
Repeat
Lead Magnet
Call
Close
#DoubleYourLeads
16
Top
Middle
Bottom
Conversion
New
Thought leadership Op-ed
Industry trends
Customer proof points Consumer review sites
Call-to-action
#DoubleYourLeads
NURTURING THE CONTENT FUNNEL
Whitepaper Infographic (Inc.)Blog Best Practices Website
Web
inar
sVi
deos
Emails
SAMPLE CONTENT
18
Early Stage“Top of Funnel”
10 days 10 days 10 days to 90 days
Mid Stage“Accelerator”
Late Stage“Action Flow”
#DoubleYourLeads
19
DEMO
20
April 2015 May 2015 June 2015 Total
% of MQL 7.5% 8.3% 9.6% 8.5%
Opens Clicks Unsubscribe
Early Stage 12.1% 0.8% 0.4%
Mid Stage 48.4% 7.2% 0.2%
Late Stage 43.2% 29.1% 0.1%
AUTOPILOT LEAD NURTURING RESULTS
21
Branded Personal
#DoubleYourLeads
RESULTS: HTML VS TEXT ONLY
22
Repurpose content and write with a person in mind
Develop content for 3 types of readers
Subject lines: 6-10 words for highest open rates
Be consistent - space your emails 10 days apart
Personalize to deliver 6x higher transaction rates
Send from a real person - not “[email protected]”
Include headshot for an added human touch
#DoubleYourLeads
LEAD NURTURING PRO TIPS
23
TAKEAWAYS
24
1. Grow your marketing database by segmenting contacts, tracking activities, and capturing leads with content
2. Get a quick win with a newsletter, offer, or survey that reveals baseline customer engagement and loyalty towards your brand
3. Attract customers and new sales-ready leads by nurturing early-stage buyers with high-converting content and relevant calls to action
#DoubleYourLeads
SUMMARY
25
autopilothq.com blog.autopilothq.com
company/autopilot-hq
autopilothq
@autopilotus @michaelsharkey @guy_marion
[email protected] [email protected] [email protected]
Q&A
